Partners in Performance Blog

How Long Is Your Sales Cycle?

It is as long as you think it is.

As we think, so we shall do: If we think something will take a long time, it most certainly will.

While there are many factors that contribute to compressing sales cycle time, shifting our beliefs and assumptions is certainly a critical starting point. It’s like the classic children’s story about the little engine that could. ..”I think I can, I think I can, I think I can.”

A client recently told … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, it’s … Read More

Sales Not Working? Try Different for Sales Success

I’d like to challenge you to try something different this week in your sales process. For example, to improve your sales success, you could change your opening question. Be surprising. See if you can wake up people – and yourself – by saying the unexpected. See if you get better sales results.

A blog post by marketing expert Seth Godin reminds me of a best practice that has worked for me consistently through my sales and personal life– to ‘try different’. Not try harder, but try different.

Read More

How to Avoid Sales Sabotage

In a previous post I told Jim’s story about how he self-sabotaged his sales with a client. Jim was a client of mine who was already successful in sales. He had doubts that the Intentional Selling™ program could add anything new to his sales results. But he gave it a good try anyway, with much encouragement.

He ended up gaining new respect – and new sales – from his client. Had Jim continued to work under his previous assumptions about the client’s needs, without delving deeper into the discovery process, he would have missed a big opportunity.

Anytime you operate … Read More

Smart Sales People: A Common Mistake Even They Make

Sales professionals clearly understand the need for structure and process for the delivery of their products and services and yet, many of the smart sales people I talk with don’t have a clear process for selling. Having a clear sales process is very important and here’s why.

A clear sales process allows professionals to be who they are and to demonstrate their expertise during the selling process. For example, in all our sales training we incorporate a 6-step process that easily aligns the selling process with your identity as a consultant.

The 6-step sales process is a framework that guides … Read More

Self-Sabotage and the Sales Process: Jim’s Story

As service professionals, one of the ways we help our clients create breakthroughs is to raise their awareness of the assumptions and beliefs that sabotage their results and limit their potential. Many times, sales people aren’t even aware of their own assumptions about selling, or about their client’s needs.

In my coaching work, this is one of the first things I address with my clients. What are you assuming to be true, without examining it in light of the current situation and/or client? Even the smartest, most brilliant sales professionals are amazed at the ways in which they actually undermine … Read More